June 28, 2017
Research finds that organizations that leverage customer behavioral insights outperform peers by 85 percent in sales growth and more than 25 percent in gross margin. A McKinsey survey of more than 700 organizations worldwide found that spending on analytics to gain competitive intelligence generated operating-profit increases in the 6 percent range.
“Customers form the epicenter of what makes firms tick,” says Wharton Associate Professor of Marketing Raghuram Iyengar.
Noting the explosion in data about customers through geo-targeting, social media and other methods, Iyengar explains how Wharton’s program explores the best ways to extract and act on data about customers — from forecasting customer lifetime value to determining the best ways to price, target and advertise products to those customers.
Customer Analytics brings together a powerhouse of Wharton faculty from Operations, Information and Decisions; Legal Studies and Business Ethics; Marketing, and Statistics. Among the faculty teaching in the program are Wharton Marketing Professors Eric T. Bradlow and Peter S. Fader.
Bradlow is chairman of Wharton’s Marketing Department and also the faculty director of the Wharton Customer Analytics Initiative (WCAI), the world’s preeminent academic research center focusing on the development and application of customer analytics methods. Fader, an expert in customer centricity and behavioral data, is the former co-faculty director of WCAI and is currently the Frances and Pei-Yuan Chia Professor, Professor of Marketing at Wharton.
“A key differentiator of Wharton’s Customer Analytics program is our relationship with WCAI,” says Iyengar, noting that WCAI marketing faculty bring deep connections with different industries in solving customer analytics problems.
“One of the highlights of Customer Analytics is a live case — this is a real company facing real problems,” Iyengar says.
Participants will take their program learnings to evaluate different problems the company faces. At the end of the program, they will make specific recommendations to the company, and Wharton will evaluate those recommendations based on feedback from company representatives. Throughout the program, participants will have the opportunity to:
The program targets C-suite decision makers who work directly or indirectly with customers, and those who work in or lead teams in customer analytics.
Session topics include:
For more information about this program, including dates, visit Wharton Customer Analytics.
Founded in 1881 as the first collegiate business school, the Wharton School of the University of Pennsylvania is recognized globally for intellectual leadership and ongoing innovation across every major discipline of business education. With a broad global community and one of the most published business school faculties, Wharton creates economic and social value around the world. The School has 5,000 undergraduate, MBA, executive MBA, and doctoral students; more than 13,000 participants in executive education programs annually; and a powerful alumni network of 98,000 graduates.
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Eleena de LisserDirector of Marketing CommunicationsAresty Institute of Executive Education
The Wharton School
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